Rohini Kulkarni
Dealdesk Senior Manager
Bangalore
Summary
Versatile deal desk professional with 17+ years of experience, specializing in team management, strategic advising, and contract negotiation. Skilled in data analysis and stakeholder engagement to drive profitable decisions and business growth. Expertise in contract management and account ownership to achieve revenue goals. Collaborative leader dedicated to fostering an empowering work culture and maintaining strong relationships in dynamic environments.
Overview
17
17
years of professional experience
5
5
years of post-secondary education
Work History
Senior Manager
Tejas Networks
06.2023 - 01.2025
- Led 7 member global commercial team as a trusted commercial adviser, enabling team to develop commercial proposals across globe with a data driven approach inculcating various parameters of pricing & data sources.
- Partnered with Presales, Sales, Supply Chain Management (SCM) and Product Lifecycle Management (PLM) teams to validate product positioning, costing, and pricing.
- Studied market trends on pricing, competition and products from across several regions of significance. Recommended/Approved bid pricing strategy based on the trend studies & business analytics available.
- Worked closely with CXO office to review margins during Executive Deal Reviews (EDR) sessions & with services team on evaluating services cost to arrive at services prices driven by margin thresholds.
- Delegated work authorities to senior team members to have better team & work management, with clearly defined schedule of authorizations backed with margin thresholds.
Deal Manager
Avaya
07.2011 - 04.2023
- As a trusted commercial advisor to Sales, have efficiently managed APAC & EMEA region over 12 years of tenure at Avaya, by partnering with multiple teams.
- Advisory role towards Avaya sales fraternity, on the right price for the right solution by early engagement and providing assistance in deal shaping and strategy.
- Actively involved in Contract Management, Pricing Strategy, Contract Negotiation, Commercial Modelling, Service Delivery, Financial Modelling, Deal Structuring, Profitability Analysis, Pricing Systems, Project Management, Team Leadership.
- Enabled senior management in taking decisions by submitting business case & providing pricing recommendations to improve the financials based on Avaya internal tools, per user-based pricing and available competitive intelligence.
- Diligently followed Deal Desk policies and procedures. Seeking approvals for any non standard T's & C's from the defined stake holders.
- Given continuous feedback to Sales leadership across key deals and relevant geographical portfolios on the account performance.
- Have work experience on both CAPEX & OPEX product pricing, SaaS & Services Pricing.
- Managed multi country pricing for Products, hardware, maintenance, software support, and installation services.
- Recommendations and support decisions provided for pricing strategies to the sales team on the discounts and price to improve profitability and to drive top-line attainment & also to ensure that decisions are in line with business financial goals.
- Participated in the discussion of pricing strategy, win price, competitive analysis. Worked closely with the sales team to build business case to run margin simulation and work on different pricing models to fit client's budget and to achieve a win price.
- Negotiated with sales on Pricing, T's & C's & other commercial terms. Price workings done on Daas & Saas Pricing as well along with CAPEX model.
- Tracked the score card of Win / Loss deals and analyzed the lost deals.
- Trained sales team half yearly basis, on the new audit policies, changes in deal desk process if any, updating any new rules applicable for the special bids.
- As part of Project Management have closely worked with stakeholders of Avaya & its BPO partner Convergys in identifying technical problem being the roadblock in outsourcing activities & identifying the activities to be outsourced.
- Successfully resolved all relevant issues enabling the process to be outsourced to our partner Convergys in a phased manner with global coverage.
- Being SPOC for APAC & Europe regions as escalation manager & train team with regular intervals on process changes.
- Efficiently managed 2 direct employees & 20 agents of our BPO partner with dotted line reporting.
- As an achievement, have been awarded with 'Star Performer of the year in 2015' awarded by CEO & Global HR. 'Collaborator of the Year' & 'Non-Sales Recognition in the year 2021' awarded by VP-APJ for completing all tasks assigned with diligence and reliability, demonstrating an aptitude for business processes and operations, 'Cultural Principals Award' for Teamwork by CEO & Global HR in 2022.
Pricing Analyst
Hewlett Packard
09.2009 - 07.2011
- Had rejoined HP with a break of one year as a trusted commercial advisor to Singapore Sales & Finance leaders.
- Actively worked on restructuring the discounts & margins thresholds to enable better decision making.
- Maintained various customer profiles having different T's & C's & enabling the approval process from senior management for any additional change request from client.
- Developed guidelines on enhancing exiting process & working towards new process design & implementation.
Pricing Analyst
Hewlett Packard
09.2007 - 09.2008
- Trusted commercial advisor to HK Sales & Finance leaders.
- Actively worked on restructuring the discounts & margins thresholds to enable better decision making.
- Maintained various customer profiles having different T's & C's & enabling the approval process from senior management for any additional change request from client.
- Developed guidelines on enhancing exiting process & working towards new process design & implementation.
- Received 'Best Performer Of The Year' award August 2008.
Education
Master's in Business Administration - Finance & Marketing
Alliance Business Academy
01.2004 - 01.2006
Bachelor of Business Administration - undefined
JSS College Dharwad
01.2001 - 01.2004
Skills
Team leadership
Product pricing strategy
Effective negotiation skills
Contract administration
Service management
Transaction structuring
Project coordination
SaaS pricing optimization
Commercial modeling expertise
Salesforce CPQ administration
Proficient in Microsoft Power BI
Database management with MySQL
SAP Business Intelligence
Proactive self-starter
Strong team collaborator
Cross-functional teamwork
Thorough in quality assurance
Effective decision-making
Problem-solving skills
Timeline
Senior Manager
Tejas Networks
06.2023 - 01.2025
Deal Manager
Avaya
07.2011 - 04.2023
Pricing Analyst
Hewlett Packard
09.2009 - 07.2011
Pricing Analyst
Hewlett Packard
09.2007 - 09.2008
Master's in Business Administration - Finance & Marketing
Alliance Business Academy
01.2004 - 01.2006
Bachelor of Business Administration - undefined
JSS College Dharwad
01.2001 - 01.2004